Overwhelming Opportunity

It’s hard to find the right words to describe the International Builders Show (IBS) held this past January at the Orlando convention center. Enormous? Chaotic? Bewildering? Maybe all three. That description sheds some light on why the housing industry is as fragmented as it is.

I ran into Greg Griggs, senior vice president of manufacturing-East for Builders FirstSource, on the show floor, and we talked about his impressions after the show was over. “I walked 8.6 miles on that first day, and I feel like there was a lot I missed,” said Griggs. “It was my first time attending the IBS and I have to say, it was overwhelming.”

The thing that stood out to Griggs was the level to which the entire residential construction supply chain was represented on the show floor. “They had significant participation by what I consider to be secondary support suppliers. Everyone from insulation installers to vehicle leasing agencies to hand tool providers were there to get the attention of builders, general contractors and framers.”

It brought to mind conversations he’s had with other members of the BCMC Committee. “We’ve talked through strategies to grow the BCMC show and provide additional value to component manufacturer attendees. One thought was to reach out farther up and down our supply chains to bring more suppliers in as exhibitors.”

He’s quick to point out he doesn’t want BCMC to be redundant with the IBS, and he doesn’t want to minimize the value the current exhibitors provide. However, he notes, there is untapped potential when it comes to exhibitors. “Just as an example, we have great participation by the trailer manufacturers, but we don’t have anyone representing the trucks that pull those trailers, the tires we put on them, the banks who help finance them, or the myriad of safety equipment we stock in them.”

Griggs agreed there’s a simple way to bring those exhibitors in. “It takes each and every one of us to look at our company’s supply chain, identify the secondary suppliers who provide us services that could be valuable to our broader industry, and personally invite them to participate in BCMC.”

And if they don’t feel comfortable exhibiting right away? “Tell them to just attend the show in Omaha this year. They’ll be convinced once they see the show and the quality of the decision makers who attend BCMC.”

You have a significant opportunity to add value to our industry’s annual trade show. Who are you going to invite?